A&D Representative

A&D Sales Representative

The A&D Sales Representative grows Architessa's commercial business by building trusted, long-term relationships with architects, designers, owners, developers, general contractors, tile contractors, and other project partners. The representative earns specifications, advances opportunities from concept through purchase, protects project profitability, and delivers Architessa's Concierge Service through responsive communication, technical and design expertise, thoughtful product curation, and reliable follow-through.

This role is consultative and relationship-driven. Success requires strong field presence, disciplined use of Salesforce, close partnership with Inside Sales and operations teams, and ownership of the client experience from initial discovery through project completion.

ARCHITESSA BRAND PROMISE Expertly guide clients through their tile journey and empower them to create inspiring and impactful spaces.

Key Responsibilities

• Research and prioritize firms, decision-makers, project influencers, and purchasing partners within the assigned territory.
• Build real, long-term relationships through purposeful office visits, calls, virtual meetings, showroom appointments, presentations, events, factory experiences, and consistent personal follow-up.
• Maintain a practical route and account plan. Adjust account rankings based on project activity, potential, fit, and relationship strength.
• Complete a minimum of 15 account visits per week, except during designated follow-up weeks (one per quarter).
• Develop new business while deepening relationships within existing accounts. Ask for current projects, introductions, referrals, and future opportunities.
• Represent Architessa at approved industry associations, trade events, CEUs, Lunch & Learns, breakfasts, and relationship-building events.

Consultative Selling and Specification

• Discover the client's design intent, application, performance needs, budget, quantity, schedule, sustainability requirements, and decision process before recommending materials.
• Curate appropriate tile, stone, and surface solutions using Architessa's domestic and global vendor network, stocked products, specialty collections, and commercial resources.
• Provide high-level budget guidance when scope is preliminary and coordinate project-specific pricing when quantities, freight, timing, and installation conditions are known.
• Secure complete and accurate specifications, including item, color, size, finish, application, quantity, alternates, decision-makers, and purchasing path.
• Ask for the order and advance each opportunity to a clear next commitment.

Project Conversion and Follow-Through

• Own the follow-up. Maintain contact with designers, owners, general contractors, tile contractors, installers, purchasing teams, and other related parties as appropriate.
• Coordinate with Inside Sales to follow samples, quotations, bids, submittals, alternates, approvals, lead times, and purchasing activity without duplicating effort.
• Identify stalled projects early, clarify the obstacle, and create an agreed next action with an owner and date.
• Help clients navigate sourcing, freight, inventory, logistics, and timing. Escalate risks promptly and do not promise pricing, availability, or lead times that have not been confirmed.
• Support value engineering in a way that protects design intent, client trust, and Architessa's profitability.

Salesforce, Forecasting, and Business Discipline

• Log meaningful client interactions and keep Accounts, Contacts, Opportunities, specifications, related parties, tasks, events, stages, amounts, and close dates accurate.
• Enter a clear next step after every substantive interaction and close the loop on all handoffs.
• Keep follow-up activities current in Salesforce, maintaining an up-to-date rate of no less than 80% at all times.
• Review open opportunities, overdue tasks, recent samples, quotations, pipeline health, forecasts, account coverage, and sales results on the agreed rhythm.
• Prepare for and participate in daily huddles, weekly territory / pipeline meetings, monthly business reviews, and quarterly planning as assigned.
• Use company-approved pricing, expense, sample, communication, and account-ownership practices.
• Price every quotation and order to maintain Architessa's company gross-margin goal.

Teamwork, Expertise, and Brand Stewardship

• Partner constructively with Inside Sales, Customer Service, Samples, Product, Marketing, Purchasing, Warehouses, Accounting, and leadership.
• Assist teammates and clients when coverage is needed, while respecting account and opportunity ownership rules.
• Maintain current product, installation, technical, sustainability, industry, and competitive knowledge. Complete assigned training and actively share market feedback.
• Keep sample libraries, storage areas, presentation tools, and assigned workspaces organized, current, safe, and brand-appropriate.
• Use Architessa's approved brand presentation and commercial resources to communicate Concierge Service, commercial expertise, supply-chain navigation, purchasing power, and product breadth.

How the Core Values Show Up in This Role

Core Value Expected Behaviors

Character Keep commitments; communicate honestly, directly, and promptly; act professionally; accept responsibility; give credit; protect client trust.

Community Build lasting relationships; collaborate across departments; treat people fairly; support teammates; celebrate wins; contribute to the communities we serve.

Results that Matter Start with the desired outcome; prioritize high-value work; use measurable goals; follow proven processes; protect margin; create happy, loyal clients.

Innovation Remain a learner; think creatively; improve the client experience; use new products and technology well; stay agile, curious, and coachable.

Required Capabilities

• Consultative commercial sales, relationship development, prospecting, negotiation, and closing skills.
• Working knowledge of the architecture and design specification process, commercial bidding, and how products move from design intent to purchase.
• Ability to understand tile and surface applications, material characteristics, design considerations, project documentation, and basic installation requirements.
• Clear, timely, and professional verbal and written communication, including presentations to groups.
• Strong organization, prioritization, judgment, problem-solving, follow-through, and ability to work independently in the field.
• Comfort using Salesforce or another CRM, Microsoft 365, virtual meeting tools, and mobile technology.
• Ability to build productive relationships with clients, vendor partners, and coworkers across departments and geographies.
• Valid driver's license and ability to travel within the assigned territory and occasionally outside it for meetings, training, events, or client needs.

Preferred Background

• Experience in commercial interiors, architecture and design, tile, stone, flooring, building materials, contract furnishings, or a related specification-driven industry.
• Established relationships within the assigned market or demonstrated ability to build a territory.
• Design, architecture, construction, or related education and experience is valued but not required when equivalent industry expertise is present.

Physical and Work Requirements

This is a field-based role that involves regular local driving, client-site and office visits, carrying presentation materials, and working with tile samples. The employee must be able to safely perform the essential functions of the role, with or without reasonable accommodation. The employee must be able to lift and carry up to 30 pounds per lift of tile samples, by hand and by dolly, multiple times per day.

Performance Measures

Performance is reviewed on a consistent cadence and balanced across outcomes, activity quality, client experience, profitability, and process discipline. Minimum standards for this role:

• 15 account visits per week, except during designated follow-up weeks (one per quarter).
• Follow-up activities at or above an 80% up-to-date rate.
• Gross margin at or above the company margin goal.

Additional measures include:

• Sales against goal.
• Pipeline health, forecast accuracy, opportunity conversion, specification conversion, and appropriate stage progression.
• Qualified new opportunities, specifications, target-account growth, account retention, and new-account development.
• Coverage of priority accounts and completion of agreed relationship plans, client visits, presentations, and networking activity.
• Quality and timeliness of Salesforce data, next steps, follow-up, sample conversion, and weekly / monthly reporting.
• Order and specification accuracy, cross-functional teamwork